National expansion isn’t exactly a snap for small candy companies, but the Snapper opened Costco’s doors for Edward Marc Chocolatier.

The Trafford-based manufacturer is increasing distribution of its Snappers confections from 134 Costco Wholesale Corp. stores on the eastern coast of the United States to the retail giant’s Los Angeles and San Diego regions, according to Chris Edwards, an Edward Marc co-owner. The family-owned business includes stores in Pittsburgh’s South Side, known as the Milk Shake Factory; Monroeville; and Washington, D.C. It employs 65 and does not disclose sales.

The relationship with Costco began 10 months ago, starting with the Seattle-based company’s Pittsburgh area stores. A coincidental Pittsburgh connection paved the way.

Rachel Moyer, candy and snack buyer for Costco’s northeast region, grew up in Pittsburgh’s Brentwood neighborhood. When she and her son are in town to visit Moyer’s parents, they hit the Milk Shake Factory for treats. It stuck in her mind for another reason: “Pittsburgh’s unique because it has so many chocolatiers like Edward Marc and Sarris,” Moyer noted. “We have all kinds of novelties for Easter baskets. Other parts of the country don’t have that.”

Back at Costco’s northeastern regional headquarters in Sterling, Va., where Moyer is based, a sales rep found Edward Marc’s Washington, D.C., store via the Urban Spoon app and brought it to Moyer’s attention.

“At Costco, we like to pull from the local community whenever we can,” Moyer explained. “We want unique stuff you can’t find anywhere else. And the small retailers and manufacturers are very nimble. I saw the writeup on Urban Spoon about this chocolatier that had a store in the Pentagon. We wanted to see if they might want to make something special for us. And there it was — the Milk Shake Factory. Sometimes smaller companies hesitate to work with a large retailer, so we approached Chris thinking we’d have to really sell him on working with Costco. But they were ready to go.”

Edwards, who calls Costco “the holy grail of retailers,” said his company was brainstorming new products when Moyer contacted him.

“We created Snappers with Costco in mind although it’s not exclusive to them,” Edwards said. “We started with 14 stores, then we went to 31, then to 80, then to 134.”

Snappers are a caramel, pretzel and chocolate treat, Edward Marc’s version of the popular turtle candy. Edwards said Snappers will also be carried by O’Hara-based Giant Eagle Inc.’s Market District stores in a test beginning in April and that San Antonio, Tex.-based supermarket chain H-E-B Grocery Co. has committed to bringing in the product this year.

Calls to H-E-B were not returned. Giant Eagle provided the following email statement:

“We continually adjust our product mix to ensure that we provide customers with a wide variety of delicious, high quality foods. We have been in communication with representatives from Edward Marc Chocolatier and are actively considering an opportunity to offer a very limited assortment of their product at Market District locations.”

Costco’s U.S. market is divided into eight basic region.

“It’s like dealing with eight different companies,” Edwards said.

Each region has several buyers who handle various food categories. Moyer said the regional buyers meet several times a year and share information about what’s been successful in case their colleagues are looking for products.

“Everyone likes something different through different areas around the country,” Moyer said, “but there are items like pretzels and chocolate that the masses will like.”

That put Edward Marc on the radar of more Costco regions.

Last year, 60 percent of Edward Marc’s total business was due to other retailers carrying its products. Edwards expects that to grow to 85 percent by the end of 2014. He said sales have grown 2,600 percent since 2005.

“This year we are projecting that we will double sales companywide from 2013,” Edwards said.

To give another perspective on the company’s growth, pre-Costco, Edward Marc produced 240,000 pounds of chocolate annually. Now it’s 600,000 pounds, Edwards said.

By the way, can a company cold call Costco? Yes, Moyer said. Here’s how. Contact the region in which your business is based. You can find these on Costco’s website under “Vendor Inquiries.” Call the phone number provided and explain what the food product is in order to be directed to the correct buyer, Moyer said.

Here’s a quick Q&A with Edwards on Edward Marc’s expansion.

Will you be hiring?

We just added 15 employees in 2013 so we are set to meet our growth in 2014.

Snappers are currently carried in 134 Costco stores: you’re soon to add more along the West Coast – how many and when?

We hope to sell products in an additional 278 clubs in 2014 plus a total of four large grocery chains

You said you’re starting a trial with Giant Eagle Market District stores — what can you tell us about that?

We have a special history with them because OK Grocery was only a few doors down from our original store in Lawrenceville. Market Districts will launch Pretzel Snappers on Apr. 1 since it’s a great item for the spring holidays.

Any other large retailers with whom Edward Marc has established business relationships?

You will notice that a big trend in the food industry is salty and sweet foods. Snappers are the perfect blend of crunchy and salty and sweet, and one of the only pretzel/caramel products on the market. Sweet snacks are growing in popularity and I predict that over time you will see a greater focus on this category in supermarkets and club stores.

How are you expanding your reach?

Costco gave us a great start and a great platform for expansion but we have also started working with brokers and we will attend our first industry trade show in May.

Are there opportunities for product expansion?

Yes, we are creating innovative new products and working with all Costco regions to bring those products to the market.

Are you going to open more retail stores?

We had a plan to do so but have put that on hold for now in order to focus on our wholesale accounts.